IMU Digital RTM Manager

Logistics, Sales & Operations · Sales & Business Development · Sales Management · Logistics Management

In short

Accenture is seeking a Go-To-Market (GTM) Manager for their India Market Unit to lead sales transformation initiatives. This role focuses on optimizing go-to-market models, driving demand generation, and building capabilities for client sales teams, ideally with experience in consulting or leading FMCG companies.

Responsibilities

Lead end-to-end GTM transformation projects (5–24 months) across distribution, in-store execution, outlet activation, and trade strategy.
Evaluate existing sales organization structures, roles, territories, and productivity benchmarks.
Develop GTM playbooks, sales frameworks, and trade channel strategy tailored to client markets and customer segments.
Build demand-generation plans, including sales KPIs, activation campaigns, and outlet targeting.
Design and implement capability-building programs for sales teams (tools, training, metrics).
Extensively travel to understand markets, assess execution, and engage with frontline teams.

Requirements

Minimum 8 years of experience.
Master’s degree in business administration (MBA) or post-graduate degree in management (PGDM) from premier institutes preferred.
Experience in designing or transforming end-to-end sales organizations.
Deep understanding of distribution systems, retail execution, and channel/channel partner management.
Familiarity with eCommerce/Quick Commerce platforms and how to drive digital shelf growth.
Experience working with or alongside trade marketing, category management, or shopper teams.
Knowledge of how sales capability, training programs, and incentive structures impact frontline performance.
Strong proficiency in Excel/PowerPoint.
Familiarity with analytics and project tracking tools (e.g., Power BI, Tableau, Monday.com, etc.).
Ability to synthesize insights from market visits and frontline shadowing into strategic recommendations.
Strong stakeholder management with senior clients across sales, marketing, and business leadership.
Background in consulting (Big 4) or leading FMCG companies.
Expertise in end-to-end sales transformation (strategy, processes, technology, frontline execution).

Desired Qualifications

Experience in General Trade / Modern Trade (supermarkets, organized retail) / Channel Sales.
Experience in Go-To-Market Transformation.
Experience in Trade / Customer / Shopper Marketing.
Experience in Brand or Product Management in top-tier FMCG / CPG companies.
Experience in E-commerce or Quick Commerce (JioMart, Blinkit, Swiggy Instamart, etc.).
Proven track record of driving sales growth, demand generation, and/or route-to-market transformation.
Strong commercial acumen with a good understanding of field realities (store-level execution, outlet coverage, merchandising, etc.).

Benefits

Learn and grow continuously with Accenture’s expert-curated learning boards, webinars, and training programs.
Access to resources to leverage the latest technologies and bring innovation to life with recognizable companies.
Thrive and advance career as far as ambitions take you.
Be part of a company that aims to be the most diverse in the world with real-time performance feedback.
Holistic well-being support (physical, mental, financial health).
Opportunities to keep skills relevant through certifications, learning, and diverse work experiences.
Consistently recognized as one of the World’s Best Workplaces™.

Skills

ExcelPowerPointPower BITableauMonday.com

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